Ongoing search among industrial buyers

Borghini, Stefania; Golfetto, Francesca; Rinallo, Diego

doi:10.1016/j.jbusres.2006.06.005

Cited by 110 publications

(126 citation statements)

References 36 publications

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“…From the buyers' perspective, trade shows create a unique opportunity to find and connect with relevant suppliers (Borghini et al, 2006;Godar & O'Connor, 2001). Because trade shows bring together a large number of competing suppliers at a single venue, organizational buyers have the opportunity to contact and evaluate several alternative suppliers (Bello, 1992;Blythe, 2002).…”

Section: Trade Shows: An Overviewmentioning

confidence: 99%

A systematic review of the trade show marketing literature: 1980–2014

Tafesse

Skallerud

2017

Industrial Marketing Management

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The trade show marketing literature has been growing over the past decades, attracting a steady stream of research and journal publications. However, this body of research has not been subject to a systematic literature review. Accordingly, the purpose of this article is to provide a systematic review of the trade show marketing literature with the aim of delineating its current state, trends, gaps and inconsistencies. To this end, multiple electronic databases were searched and 91 trade show articles published in 24 marketing journals were extracted.The extracted articles were carefully analyzed with the help of a comprehensive classification framework focusing on broad thematic, theoretical and methodological dimensions. The

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Section: Trade Shows: An Overviewmentioning

confidence: 99%

A systematic review of the trade show marketing literature: 1980–2014

Tafesse

Skallerud

2017

Industrial Marketing Management

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“…As for making new linkages, though it is a tricky and costly process to identify, select, approach, and interact with new partners [12], exhibitions could be helpful in scouting potential partners so as to build global pipelines with nearly little risk and extra cost [12,19,30]. Due to the milieu of exhibitions, actors can search for the information purposefully, make intentional observations, or communicate with exhibitors of interest to them [35], and encounter 'a stimulating environment' which is different from that of their daily activities [47]. Furthermore, the actors obtain knowledge through the global buzz in the exhibitions and identify suitable partners to make initial promising contact, and then develop durable inter-firm pipelines consciously for ideas, technology, production and/or marketing [19].…”

Section: Relationships and Potential Pipelines Between Actors At Exhimentioning

confidence: 99%

“…As for the maintenance of relationships, in terms of certain exhibitions held regularly, which are termed as a phenomenon of 'cyclical clusters' in global circuits [18], peer firms or personnel have opportunities to get together periodically [17]. Existing relationships are also maintained or even intensified at the exhibitions [19,47].…”

Section: Relationships and Potential Pipelines Between Actors At Exhimentioning

confidence: 99%

“…For visitors, the motivations vary in terms of buying, meeting, stocking knowledge, seeking inspiration, and updating professional skills, etc. [47]. These different purposes may affect the actors' behaviors, performances, and other achievements at the exhibition.…”

Section: Relationships and Potential Pipelines Between Actors At Exhimentioning

confidence: 99%

“…Apart from purchasing behaviors (or potential purchasing behaviors), visitors at exhibitions also perform ongoing searching, which is concerned more with information than with purchase. Thus, they harvest unexpected knowledge, inspiration, reassurance, and relationships, or just realize a sense of satisfaction by taking part in 'an institutionalized activity' in the ritual dimension [47]. They constitute the most important partners with whom exhibitors interact [19], which implies that similar harvest from interactions will also happen to visitors.…”

Section: Field Surveys and Data Collectionmentioning

confidence: 99%

See 2 more Smart Citations

Do Temporary Creative Clusters Promote Innovation in an Emerging Economy?—A Case Study of the Beijing Design Week

2018

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Extant research indicates that temporary clusters, such as trade fairs and exhibitions, play a significant role in knowledge dissemination and innovation by creating global buzz, so they are beneficial to building global pipelines. However, these findings are mainly based on the experiences in the manufacturing sectors of developed countries. This paper, however, chooses Beijing as a case to examine whether or not international exhibitions in creative industries contribute to innovation in emerging economies. Based on questionnaire surveys and semi-structured interviews conducted in 2015-2016, this paper uses a structural equation model (SEM), with three latent variables related to global buzz, global pipelines, and information acquisition, to identify the internal patterns of exhibition innovation. The results indicate that there exists innovation generated from temporary clusters in knowledge-intensive sectors as well as emerging economies. Global buzz and global pipelines construct a favorable interaction ecology. However, global buzz plays a greater role than global pipelines. This insight should help organizers improve creative exhibitions in terms of innovation and provide a deeper understanding of the relationships between innovation, global buzz, and global pipelines in temporary clusters.

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Antecedents to Acquisition of Knowledge in Trade Shows

Reychav

2011

Know. Process Mgmt.

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Trade shows are an arena for concentrated activities between suppliers and customers, aiming at enhancing mutual activities. Knowledge must be shared, and knowledge acquisition processes must take place in order to achieve this goal. However, achieving such a goal is not a trivial task in such a dynamic arena. Indeed, given that knowledge sharing has often been considered to require relatively stable environments and extended periods of time, dynamic environments would not seem to be conducive to knowledge sharing in the first place. In this paper, we propose a model of antecedents to knowledge sharing including trust and dependence and their influence on knowledge acquisition. The goal of knowledge acquisition in this model is the enhancement of technical and managerial skills. In our analysis, we provide a description of the knowledge content shared at the trade shows along with aspects of customer and supplier adaptation and their resulting joint actions. Our findings indicate that knowledge sharing is a core process at trade shows that fosters the acquisition of knowledge by both customers and suppliers.

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Ongoing search among industrial buyers

Cited by 110 publications

References 36 publications

A systematic review of the trade show marketing literature: 1980–2014

A systematic review of the trade show marketing literature: 1980–2014

Do Temporary Creative Clusters Promote Innovation in an Emerging Economy?—A Case Study of the Beijing Design Week

Antecedents to Acquisition of Knowledge in Trade Shows

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